Motivating your staff to help you find potential customers is tricky business.

That’s why Xactly brought two experts in lead generation together for a webinar to detail what makes successful teams. From Marketo, Sales Senior Vice President Bill Binch joined in the on the conversation. Aaron Ross, Amazon #1 best-selling author and managing partner of Predict Revenue, Inc., detailed a day in the life of a prospecting team and how to best reward them.

Some key tips from the webinar included

• Have your team help design their commission plan; it increases buy-in.
• In tech? Make sure your team doesn’t speak techie! Have them talk like a regular person.
• Hold sales accountable for leads that have been passed on to them from either in-bound or outbound teams
• Give prospectors enough base pay that they can afford to live comfortably.

Want to know more? Check out the webinar.

Want to Xactly’s tips for prospectors? Check out our series with Aaron and our compensation plan template based on best practices.